C&W to thaw VAR relations

Carrier's reseller scheme aims to engage VARs and offer small businesses enterprise capabilities

Matt Lemaire: C&W has been engaging with its resellers this year.

Carrier Cable & Wireless (C&W) hopes to change the perception that it is aloof towards the channel as it launches an increased SME product range to VARs.

The company’s New Way for Resellers programme aims to allow partners to sell products with enterprise capabilities that are designed for the SME space. Products include application performance management tools, IP CCTV and online backup.

VARs can also exploit a joint marketing fund and training schemes, and have access to C&W’s premises for sales pitches.

Matt Lemaire, sales director for partners at C&W, told CRN his company would endeavour to ensure that VARs had the right skills to sell the higher-end offerings

“IP CCTV has been around for a while, but many firms could not afford or justify it. We are giving them a product that has enough features for an SME at an affordable price,” he said.

Lemaire added that he is aware of C&W’s image as being lukewarm towards the channel. “The channel has always been a good revenue stream. In the past, it has not had much focus, but this year we have been engaging with our resellers.”

Richard Bligh, group marketing director at rival Gamma Telecom, said: “C &W knows it has a challenge to persuade the channel it is committed to it. Resellers are looking for loyalty and consistency.”